This document discusses organizational buying behavior. It defines organizational buyers as businesses, governments, and institutions that purchase goods and services for use in their operations. The key stages in organizational buying processes are identified as need recognition, supplier search, proposal solicitation, supplier selection, purchase, and post-purchase evaluation. Multiple individuals within organizations typically influence and participate in buying decisions, including users, influencers, buyers, deciders, and gatekeepers. Environmental, organizational, group, and individual factors all shape organizational buying behavior.

1. ORGANIZATIONAL
BUYING
BEHAVIOR

2. PRESENTERS
2
JERRY RIVERA
Bank Manager
RURAL BANK OF
ALAMINOS
ANGELICA MADEL
CAMBA
Internal Auditor
RURAL BANK OF
ALAMINOS
GISELLYN ENRIQUE
Technical Clerk
SUAL POWER PLANT
MA. JOSEPHINE
College Instructor
PHINMA - UNIVERSITY of
PANGASINAN

3. G A M E S…
3

4. OBJECTIVES
4

5. Difference between
Consumer Buyer
and Organizational Buyer
5

6. 6
Who are the
Organizational
buyers?

7. 7
TRENDS IN ORGANIZATIONAL
PURCHASING
1. JIT Purchasing
2. Zero Defects
3. B2B Markets
4. E-Commerce and organizational buying

8. 8
Organizational Buying
and its Characteristics
Fewer,
Larger buyers
Close supplier-
customer
relationship
Professional
purchasing
Derived
Demand
BUYING
OBJECTIVES
Inelastic
Demand
Multiple
Buying
Influences
Direct
Purchasing
Geographically
Concentrated
Buyers

9. Stagesin
9
Organizational Buying
Process

10. 10
Participants in
Organizational
buying
Behavior
.

11. 11

12. Forces Influencing
Organizational Behavior
12
ENVIRONMENTAL
• Economic outlook:
Domestic and Global
• Pace of Technological
Change
ORGANIZATIONAL
Goals, Objectives and
Strategies
• Roles, relative influence,
and patterns of interaction
of buying decision
participants
GROUP
Job function, past experience
and buying motives
INDIVIDUAL

13. Factors influencing
CONSUME R
BEHAVIOR
13

14. CONCLUSION
14
The behavior shown by an organization while buying goods
or services is called organizational buying behavior. User,
influencer, buyer, decider and gatekeeper are involved in
organizational buying process. Organizational Buying
behavior is influenced by marketing stimuli and other stimuli.
Generally, these stimuli influence selection of goods or
services, selection of suppliers, buying quantity, terms of
delivery, terms of service and terms of payment.

15. 15
End…..
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